sales coaching
How To Cure 3 Pervasive Sales Management Ills
Are you overwhelmed by an incessant barrage of questions from your sales team? Frustrated because they aren’t doing the things you did automatically as a salesperson? Perhaps you are exhausted from hounding them about meeting their obligations.
Back To Basics!
There are thousands of posts, hundreds of books that examine every nuance of sales enablement and performance management. Billions are spent in advanced or specialized sales training programs or sales enablement tools.
Learn from the Best, Move the Middle, Recycle the Rest
According to Sales Benchmark Index, across the industry as a whole, 83% of sales revenues are generated by only 13% of the sales population. And even if the asymmetry within your own sales organisation is less pronounced, it’s a reasonably safe assumption that there is some sort of significant imbalance between the best and the rest.
Who calls the shots? Understanding decision making committees
Much has been written about changing buyer behaviors, the automation of transactional sales and the sales profession’s continuing march towards increased irrelevance and inevitable extinction.
Are You Aligned With Where Your Customer Is In Their Buying Process?
A friend called me for advice today. He’s a great sales person, a big deal hunter. He wanted to review a deal strategy and call plan he was making on a CTO at a very large, fast growing prospect. His colleagues had been working with the CTO’s team. By far, they were the front runners for their first piece of business with this customer. By itself, it was a big order, but his colleagues saw a lot more potential in the account.
Will we ever start coaching our sales people?
Let me be the 2,366,714th person to point this out: sales coaching is really important. Unfortunately, it is something we continuously talk about doing, but never get around to actually implementing. We’re busy, right? There are meetings to be had, calls to make, forecasts to produce.
